Spotlight On: Joseph Culley, Head of Capital Markets Group, Janney Montgomery Scott LLC

Spotlight On: Joseph Culley, Head of Capital Markets Group, Janney Montgomery Scott LLC

By: Yolanda Rivas

2 min read January 2020 — An increase in high-net-worth investors, financial professionals moving back to the city and changes to organizational structures are some of the trends financial institutions are experiencing in Philadelphia. Janney Montgomery Scott LLC Head of Capital Markets Group Joseph Culley shared with Invest: some of the adjustments it has implemented amid the change in demographics and advances in technology.

What are some trends in Philadelphia’s financial sector?

 

We are starting to see more finance professionals leave cities like New York when they are at the age to start a family and coming back to Philadelphia. Although young talent retention has been a challenge, Philadelphians who moved to other cities after they graduated college are relocating back to the area. Our education system, arts and culture, transportation system, housing affordability and diverse environment are some of the drivers for residents.

 

What impact is technology having on banking?

 

The pace of change is happening more rapidly due to the disruption of technology in financial services. We have invested significantly in our technology platform and recently hired some of our first data scientists. Our company culture is starting to feel less like an investment firm and more like a technology firm. While we provide our client base with human experience and advice beyond investments, we are focusing on offering them more technological, mobile-friendly and artificial intelligence types of innovations and solutions.

 

What is the investment profile in Philadelphia?

 

We have seen an increase in high-net-worth investors coming to Philadelphia. We have significantly addressed the need we had for higher-end, condo-type properties that we lacked for years, and with that has come more international investment and out of state investment. One of our newer initiatives is focused on investment education and ways to provide more basic, fundamental knowledge about saving for retirement and investing.

 

What are some of the challenges facing financial institutions in today’s landscape?

 

The change in demographics is one of the challenges we are facing. Based on our internal projections, our workforce will be majority millennials within six years. That creates numerous opportunities for a firm like us to modernize and adjust. We recently made changes to our employee benefits, parental leave and dress code policies, based on feedback from our employee population. Organizational development and diversity and inclusion are some of the other areas we have been investing in due to these demographic and generational changes.

 

To learn more about our interviewee, visit:

Janney Montgomery Scott LLC: https://www.janney.com/ 

 

Healthcare in Philadelphia Going from Strength to Strength

Healthcare in Philadelphia Going from Strength to Strength

By: Sara Warden

2 min read January 2020 — Innovation in Philadelphia’s healthcare industry has long been recognized as exemplary, and it served as a focal point of Philly’s B.PHL Innovation Fest held in September. Recent developments show that healthcare pioneers were right to bet on Philadelphia.

It’s only a week in and already 2020 has been a big year for healthcare in Philadelphia. Healthcare software company Repisodic announced this week it has raised $1.75 million from a private stock sale led by VC company American Enterprise Ventures. Repisodic was nominated among just 17 early-stage companies that received a total of $3 million in pre-seed funding from Ben Franklin Technology Partners of Southeastern Pennsylvania in 2018.

The technology produced by the company is based on patient discharge care and was catalyzed by the “discharge planning rule” enacted by the Centers for Medicare and Medicaid Services (CMS) in November, which mandated that patients “be in the driver’s seat, playing an active role in their care transitions to ensure seamless coordination of care,” according to CMS Administrator Seema Verma.

Repisodic allows patients to access a list of post-acute care providers in a seamless and easy way, with search functions tailored to the patient’s specific medical records and requirements. “The sheet of paper (given to post-acute care patients by hospitals on discharge) may have names and addresses and phone numbers, but not a whole lot of other information,” Mike Cwalinski, the company’s co-founder and CEO, said to Philadelphia Business Journal. “We help patients make better and faster decisions at the time of discharge.”

Elsewhere, Philly-based gene therapy company Spirovant Sciences was last week acquired by Japanese pharma company Sumitomo Dainippon Pharma in a $3 billion transaction. “(Sumitomo) is incredibly committed to Spirovant and to gene therapy, particularly the work going on here in the Philadelphia area,” said Joan Lau, Spirovant’s CEO, in an interview with Philadelphia Business Journal. “They will be spending time here to get to know the area more intimately.”

Spirovant’s gene therapies aim to repair mutations that come as a side-effect from cystic fibrosis and cause difficulties with breathing. Earlier in the year Spirovant had been acquired by New York-based Roivant, which sold its ownership stake in five companies – one of which was Spirovant – to Sumitomo. “I think it’s a testament to our underlying technology from the University of Iowa and CHOP,” said Lau when asked about being acquired twice in one year. “We’ve been able to show strong preclinical data.”

 

To learn more, visit:

https://www.repisodic.com/

https://benfranklin.org/

https://www.cms.gov/

https://spirovant.com/

https://www.ds-pharma.com/

https://bphlfest.com/

https://www.americanenterprise.com/aeventures

 

Spotlight On: Sean Beuche, Regional Manager, Marcus & Millichap

Spotlight On: Sean Beuche, Regional Manager, Marcus & Millichap

By: Yolanda Rivas

2 min read December 2019 — 2019 was a steady year for Philadelphia’s commercial real estate. The market’s affordability, the city’s position as a logistics hub and its attractive environment for startups has driven strong demand. One of the areas seeing a high amount of activity is King of Prussia. Commercial real estate firm Marcus & Millichap recently relocated to the area, attracted by the growth in the region. Regional Manager Sean Beuche discussed with the Invest: team the neighborhoods seeing the most growth in commercial real estate and his outlook for the sector as we enter 2020. 

Marcus & Millichap relocated its Wynnewood location to King of Prussia. What makes that community attractive?

This relocation highlights our commitment to the area and our optimism about the local economy. The construction and new development activity going on in the King of Prussia market is very attractive. Numerous businesses and baby boomers are moving to the area, where there is more land available, beautiful housing stock, good school districts and less traffic congestion.  King of Prussia is a nexus of a variety of different interstates and that strategic location amid emerging growth and development is much more desirable for us. In addition, we are expanding in a nicer Class A office space that provides our clients and agents with a much brighter and enjoyable place to do business.

 

Which areas are the fastest-growing for commercial real estate in Philadelphia?

We’re seeing fast appreciation in the Point Breeze market, while Fishtown and Kensington have been hot for some time. We are also seeing numerous investments in areas further along the Main Line region. The Lehigh Valley and Central PA markets are both driving a lot of new investors into Pennsylvania. As the yields continue to deliver in some of these secondary and tertiary markets, investors want to move outside of areas where they’re getting squeezed by some popularity. There is a bit of a ripple effect being created by the economy being strong for a long time, and many of the investments that have been made or taken in these core markets are pushing investors further out. 

 

What is your outlook for Philadelphia’s real estate sector over the next 12-18 months?

 

The outlook is positive. There is uncertainty from a political standpoint, we are dealing with some of the trade wars and we are very interested in seeing where that shakes out. We focus on private and middle market clients and, in times of uncertainty, we provide them with market research about existing opportunities. From an income standpoint, rents in the Center City market and many of our urban infill markets are pushed up, and we would need to see some relevant margin changes in household income to afford a greater rent increase. Our clients are seeing strong fundamentals in the main groups that we focus on, which are multifamily, industrial, office and retail. As that financing loosens up and remains affordable, deals are very quickly moving off our shelves and into the hands of investors.

 

To learn more about our interviewee, visit:

Marcus & Millichap: https://www.marcusmillichap.com/ 

 

Philadelphia, South Jersey Prioritize Transit, Affordability, Sustainability in 2020

Philadelphia, South Jersey Prioritize Transit, Affordability, Sustainability in 2020

By: Sara Warden

2 min read December 2019 — Although under slightly different time frames, both South Jersey and Philadelphia’s local and state governments are prioritizing investment in three key axes for the coming years: transit, affordability and sustainability.

 

In 2011, Philadelphia’s City Planning Commission outlined Philadelphia2035, a comprehensive plan for managing growth and development in the city. Updated every year, the first phase includes a Citywide Vision, that encompasses broad planning goals, while the second phase will build upon these with specific policies related to 18 different planning districts. The program invites public and private investment for the development of the city over the medium term. The blueprint is based on three key themes: Thrive, Connect and Renew.

According to the 2035 planning document, the Thrive element will focus on promoting affordability in housing, strong neighborhood centers, economic development and land management. Connect will center around improving transportation and utilities, including transit, streets and highways, ports, airports and rail. Finally, with an eye on sustainability, Renew is all about creating more open spaces, effective use of water resources, air quality and historic preservation.

“Philadelphia 2035 envisions a city with an expanded transportation network that better connects home and workplace; ensures convenient access to sources of healthy food; supports the productive reuse of vacant land; and provides modern municipal facilities that serve as the anchors of strong neighborhoods,” said former City Mayor Michael Nutter when launching the plan in 2011.

The new year was already off to a good start for the City of Brotherly Love even before the calendar turned. National Geographic Traveler in November named Philadelphia one of the top 25 must-visit destinations in the world in 2020.

And across the Delaware, South Jersey faces many of same issues are at the top of Gov. Phil Murphy’s priority list. The four pillars of the 2020 budget signed in June 2019 include creation of over $1.1 billion in sustainable savings, stabilizing New Jersey’s credit-worthiness and ensuring tax fairness for the middle class. This foundation will support the final priority of investments in education, infrastructure – in particular NJ TRANSIT – and an innovation-driven economy.

“The budget enacted today is a victory for working families in New Jersey in many different ways—it supports middle-class priorities, invests in education, makes a record investment in NJ TRANSIT, provides property tax relief, and so much more,” said Murphy when he signed the budget into force.

But Murphy also has his eye on further priorities to strengthen the 2020 plan amid more effective tax revenues. “This is a budget that does not include tax fairness, does not ask opioid manufacturers to help fund addiction services, and does not raise gun fees that have been untouched since 1966,” he said. “These common-sense revenues would have allowed us to save for a rainy day and sustainably fund necessary investments for New Jersey’s nine million residents.”

To learn more, visit:

https://www.phila.gov/departments/philadelphia-city-planning-commission/ 

https://www.jerseycitynj.gov/cityhall/mayorfulop

 

Spotlight On: Daniel J. Hilferty, CEO, Independence Health Group

Spotlight On: Daniel J. Hilferty, CEO, Independence Health Group

By: Yolanda Rivas

2 min read December 2019 — The business community is responsible in a great way for the environment and success of any city. That is the case of leading health insurance company in the Philadelphia region Independence Blue Cross, which for decades has provided families with health security and stability. Under CEO Daniel Hilferty’s leadership, the company has tripled in size, serving about 8 million people nationwide. Hilferty shared with the Invest: team the company’s recent efforts toward innovation, while also addressing community challenges like the opioid crisis and healthcare affordability. 

 

 How is innovation transforming the way healthcare is designed, delivered and experienced? 

At Independence, innovation is in our DNA. Our members expect us to keep pace with the latest technologies and innovations. We also want to drive new ways of thinking throughout the region, which ultimately make this a better place to live, work, and play. We are very proud of our role in creating an innovative environment in the Philadelphia area. 

Here’s an example: We foster the innovation process by leading organizations, including our customers, through design thinking sessions, innovation events, and projects that promote out-of-the-box solutions. Now, all this work will take place in the new, state-of-the-art Center for Innovation located at our Center City headquarters on the West Market Street corridor, where our campus is located. The Center for Innovation is a phenomenal two-story space connected by an open staircase that has a very modern feel to it. This amazing physical space matches the strategic focus that we have always put on innovation.

Independence also develops partnerships to create solutions to some of the toughest healthcare challenges. For instance, the technology developed by Quil, our joint venture with Comcast, will change the way that people use technology in their journey to good health. Think about how confusing it can be to go through a medical procedure. What do you do before you go to the hospital? Or when you’re home recovering? Quil is going to lead you through those types of journeys and create a better, and healthier, experience.  

Independence also uses technology, research, and data analytics to help our members get and stay healthy. Take our work with Relay Network, also a national company based in the Philadelphia region. Together, we developed a personalized, HIPAA-compliant mobile communication program called IBXWire. It’s a great way to connect with our members. We send reminders about care gaps and flu shots and the type of information that is important but maybe isn’t at the front of your mind. By using this platform, Independence has created an effective way of communicating that helps members retain control and make better decisions about their healthcare. 

Finally, we celebrate and foster the spirit of innovation in our region. The most recent example is our support of the first ever B. PHL Innovation Festival that took place in October 2019. The festival was designed to build Philadelphia’s reputation as the most innovative city on the East Coast – a true place of choice for people looking to inspire new ideas, make connections, and ignite new ways of doing things.

How is Independence continuing to address crises, such as opioids, and how is it impacting the way that insurance companies do business?

Opioid abuse is the worst drug crisis in American history. At Independence, we are keenly focused on doing whatever we can to reverse this tragedy. Independence was one of the first insurers in the country to restrict first-time, low-dose opioid prescriptions to a five-day limit, except for patients with cancer or on hospice care. We also require prior authorization on all long-acting opioids. And it’s having an impact. We have seen an almost 60 percent decrease in the strength and quantity of opioids used by members with noncancer pain in four years.

We’ve also partnered with other experts to raise awareness and remove barriers, like the stigma of addiction. The Independence Blue Cross Foundation launched an effective public awareness campaign called Someone You Know that features people impacted by the opioid crisis telling their stories. We’re in our second year. Our Independence Foundation has also worked on a regional study to evaluate the effectiveness of “warm hand-off” programs that connect overdose survivors immediately with recovery programs.  

 

We’ve also worked closely with local, state and national leaders to elevate the importance of this epidemic. We have a moral imperative to end this crisis. People who are suffering are not faceless. They are our family, friends, business colleagues, neighbors. It’s personal.

What are some of the unique challenges and opportunities provided by the Philadelphia healthcare landscape?

People in the Philadelphia area are extremely fortunate to have access to some of the best hospitals and health systems in the country. At Independence, we have a long history of effectively working with area hospitals, doctors, and other healthcare providers, and that collaboration is only getting stronger.

But we have a lot of work to do. A study by the Kaiser Family Foundation found that Pennsylvanians were more likely to report skipping or delaying healthcare, including skipping dental care or check-ups, not filling a prescription, or relying on home remedies and over the counter drugs instead of visiting the doctor, due to cost, compared to other states. The Blue Cross Blue Shield Association identified 10 common health conditions, including hypertension, major depression and high cholesterol, that have the greatest impact on Americans’ quality of life. We need to work to address these fundamental and chronic health problems.   

We can also do better when it comes to containing costs. According to the Pennsylvania Department of Health, our state faces higher healthcare costs without demonstrating higher quality of care than the rest of the United States. 

 

Healthcare must be affordable. We have to lower the overall cost of care, especially when it comes to prescription drugs. More than 23 percent of every healthcare premium dollar is spent on prescription drugs. To keep prices in check we need increased transparency, competition and consumer choice, and affordable access to generic and biosimilar drugs in a timely and cost-conscious manner. Drug costs are the fastest-growing costs in healthcare, led by injectable drugs. 

 

To learn more about our interviewee, visit:

IBX: https://www.ibx.com/ 

 

Philly Zoo Embraces the Festive Spirit with LumiNature

Philly Zoo Embraces the Festive Spirit with LumiNature

By: Sara Warden 

2 min read December 2019 — During the Christmas season, electricity usage skyrockets as homes, businesses and local authorities light up the streets with Christmas displays and twinkling lights sure to make even the coldest hearts feel festive. This year, Philadelphia Zoo is getting in on the action with its inaugural LumiNature festival. 

 

After two years of planning and a $3.5 million investment, LumiNature will take place from Nov. 20 to Jan. 5, featuring 12 immersive displays containing over 600,000 lights inside the zoo’s boundaries. “LumiNature will transform the Zoo from its daytime magic into a winter wonderland, immersing guests in a joyous multimedia light and music spectacular,” said Philadelphia Zoo’s Chief Marketing Officer Amy Shearer in a press release. “We will shine a light on the world’s elusive big cats and flamboyant peacocks, …all through the artistry of lights, media, sound and nature itself.”

Tickets start from a very affordable $19 for the night tour of the zoo while the animals slumber, where guests can see, among other displays, “lit flamingos … on their own 25-foot tree, a 35-foot polar bear made out of 23,000 pounds of recycled car doors … and all four seasons,” according to Shearer. The event, presented by JP Morgan Chase, promises 200 festively lit penguins, 45 completely custom LED light structures and a 21-foot snake. “LumiNature is set to be the most unique and memorable holiday-season light extravaganza in the entire Philadelphia and tri-state region,” added Shearer.

The intention is for LumiNature to be an unmissable family experience each year at Christmas. The event is also expected to attract visitors from out-of-town, just to see the fantastical light and sound show. Hilton hotels partnered with the event to offer Hilton Honours Members a special gift when attending LumiNature.

Hot chocolate and mulled wine will be on offer to guests as they stroll through the zoo, admiring the 12 difference displays. Here’s what the event organizers say guests should expect:

  • Wonder of Slumber: A beautiful and dreamy setting of lit orbs and giant illuminated flowers.
  • The Dreamery: A wishing well of sorts with a wave of the hand, bubbles, lights, and steam.
  • Snake Awake: Slither through brilliant purples, blues and greens as a giant snake slithers along beside you…
  • Frog Fantastical: Color washes throughout the trees and water-like images appear on the path before you.
  • Color me Chameleon: A kaleidoscope of color fills this festive plaza inviting guests to shop for their favorite light up items at the Zoo’s very first glow bar.
  • Big Cat Stalk: As you meander through this path of tall illuminated ‘grass’, the stalking eyes of these frisky felines will appear and disappear making you wonder if you are what they are dreaming of.
  • Evergreen Dreams: Situated in this lovely outdoor hang out are some surprising trees that come to life as they sing and welcome you to LumiNature.
  • Seasonbration: Spring, Summer, Winter and Fall all have a point of view that comes to life via lights, music, and special effects.
  • Northern Lights: A 35-foot polar bear named Polaris made entirely from white recycled car doors transforms into a gigantic screen that shares the magnificence and diversity of our planet. 
  • Flamingo Fancy: Guests will be surprised as they walk along brilliantly lit 8-foot pink “flamingos” when they encounter the most whimsical tree within LumiNature: a 25-foot beauty made entirely of lit flamingo lawn ornaments!
  • Peacock Spectacular: Standing before giant, lit peacock feathers, people can get the most unique holiday picture of the season. 
  • Penguin Peace on Earth: Hundreds of illuminated penguins will fill the zoo’s lawn to bid guests farewell and wish them a very special holiday season in true zoo fashion.

 

To find out more, visit:

 

https://philadelphiazoo.org/luminature/

Spotlight on: Adam Mullen, Market Leader, Greater Philadelphia Region, CBRE

Spotlight on: Adam Mullen, Market Leader, Greater Philadelphia Region, CBRE

By: Yolanda Rivas

One of the main drivers of Philadelphia’s economy is the real estate industry, attractive for its affordable prices, advantageous location and the Pennsylvania I-78/I-81 Corridor. A recent report from commercial real estate firm CBRE showed the corridor saw a total of $132 million in capital investment during Q3 2019. In an interview with Invest:, Adam Mullen, CBRE’s market leader for the Greater Philadelphia region, discussed the areas seeing the most growth in Philly’s commercial real estate and what is spurring growth in the market.

 

What are the lines of business seeing the most growth or demand in Philadelphia today?

It is hard to understate the momentum we are witnessing in the industrial and logistics space. The shift to e-commerce and modernized supply chains have not only created one of the largest warehouse distribution markets in the world in our backyard, the Pennsylvania I-78/I-81 Corridor, but demand continues to be robust for Philadelphia’s industrial properties. A variety of users, including retailers and third-party logistics companies, are driving demand so they deliver goods to consumers more efficiently than ever before. 

At the same time, the local retail market is as vibrant as it has been in years. Philadelphia is at the top of everyone’s list as a major gateway market in the retail space. We have the largest mall on the East Coast, the King of Prussia Mall, which is a prime example of the consumption activity in our region. Also, the food and beverage sector is one of our leading sources of demand, not only in the suburbs and shopping centers, but also in Downtown Philadelphia. Due to the opportunity we see in the retail market, we have had an extreme focus on our retail business in Philadelphia, doubling down on our investments over the last few months. 

We can’t overlook the dynamism in Philadelphia’s office market. Our Downtown office market is larger, in terms of square footage, than Downtown Los Angeles or Downtown Houston, and we are seeing considerable demand from not only tenants but also investors, particularly from Asia and the Middle East. 

Finally, we continue to watch the rise of the multifamily market in the region. Due to low interest rates and a plentitude of available debt capital, the demand for multifamily assets in greater Philadelphia has exploded over the past few years. 

What are the major drivers of growth for Philadelphia’s real estate sector?

The local economy is very strong and is being driven notably by the “eds and meds” segment, which has a unique presence in the Philadelphia region. Not only do the local educational and health services institutions have a huge effect on the economy and are growing rapidly, but they also represent the largest share of our employment base. Consequently, this concentration of talent has created a boom in the local life sciences industry, which is experiencing rapid growth, notably in central Philadelphia where most of the region’s major academic and healthcare institutions are clustered and spurring innovation and new companies. Not incidentally, we are seeing the highest office rents we have ever seen in Center City, and also experiencing a significant uptick in office tenants relocating to Downtown Philadelphia.

To learn more about our interviewee, visit:

CBRE: http://www.cbre.us/people-and-offices/corporate-offices/philadelphia 

Philly Leads in ‘Taking Care of Business’

Philly Leads in ‘Taking Care of Business’

By: Sara Warden

 

In NBC’s 2019 ranking of Top States for Business, Pennsylvania landed a lacklustre 28th position – lower than half way down the poll for business friendliness in the country. The state was in 39th place in terms of economy, 32nd in quality of life and 31st in workforce. But there is potential. The state ranked ninth in terms of education and sixth in access to capital. The Philadelphia authorities are grabbing onto these roots and nurturing them into shoots with the new PHL Taking Care of Business Initiative.

 

“This new investment will have a big impact on neighborhoods all across our city by providing businesses and neighborhoods beyond Center City with the resources they need to succeed and to thrive,” Mayor Jim Kenney said to the Philadelphia Tribune. “Reducing blight not only makes our city more beautiful but it helps small businesses — especially minority and women-owned businesses — attract shoppers and employees. When small businesses succeed, our economy grows stronger.”

The program was pioneered by city Councilwoman Cherelle Parker, with the goal of reducing blight while creating 300 jobs for local residents – that’s 30 part-time employees in each district who are paid $15 per hour. “We are committed to building a strong workforce and job market that will in turn help us attack poverty and crime to ensure inclusive growth across the city,” added Kenney.

But rather than making the employees public servants, they will instead be Cleaning Ambassadors, paid by the Commerce Department to Philadelphia Industrial Development Corporation (PIDC), which will issue RFPs and/or contract with CDCs. “This program will pay workers a living wage and introduce them to workforce training that can lead to other professional opportunities and jobs. I strongly support PHL Taking Care of Business,” said Council President Darrell Clarke in a press release.

For initial costs related to the program, the city has now pledged $10 million to fund the initiative, which is a way to attract new business, improve conditions for existing companies and improve quality of life. “Strengthening our commercial corridors, which are the lifeblood of communities throughout my district and across the city, is essential to stabilizing our neighborhoods,” said Councilwoman Parker in a press release. “PHL Taking Care of Business will help ensure that every business corridor in the city, regardless of size or neighborhood, will be clean and attractive, allowing the businesses to focus more time on growing their enterprise. It will also help to change that awful characterization of our city as ‘Filthadelphia.’”

Several local business owners that are already part of the program’s pilot catchment area are delighted with the results. “Living on a busy street with lots of businesses, you always see trash on the street. Ever since the 9th District street cleaning team started, you definitely see a difference. I believe neighbors see the difference too. People walk around prouder and are more likely to speak up when they see people throwing trash on the ground,” said local resident Frank Huynh.

To learn more, visit:

https://kenneyforphiladelphia.com/

http://phlcouncil.com/darrellclarke/

http://phlcouncil.com/cherelleparker/

Spotlight On: Robert Kane, Market President, KeyBank

Spotlight On: Robert Kane, Market President, KeyBank

By: Yolanda Rivas

2 min read December 2019 — Philadelphia’s growing economy and robust education and life sciences sectors have been some of the main drivers of small businesses to the area. As reported in our Invest: Philadelphia 2020, many banks are seeing growth in small-business lending and services. KeyBank Market President Robert Kane, spoke to the Invest: Philadelphia team about the ways the institution supports the region’s small businesses and other services in high demand. 

How have you seen the small-business community grow in Philadelphia over the last few years and how is the bank supporting these businesses?

 

Philadelphia has long been home to successful small businesses, but in recent years the collaboration between the public, private and nonprofit sectors is spurring a new level of growth. Companies are creating quality jobs that are attracting a new generation of talented workers to the region. It is very exciting. As a bank, our most direct link to supporting these businesses is to provide them with the solutions they need to identify and realize their goals. From accounts to lending, payments, workplace solutions and more, we help small businesses thrive. For example, KeyBank is 13th among more than 1,800 SBA Lenders nationally. In the last five years, we have loaned more than $1.13 billion to small businesses across our footprint. We also created an award-winning, AI-enabled tool that provides clients with customized attention and allows a deeper understanding of their needs: the top challenges they face, sales and payment trends and entrepreneurial motivation. In 2019, the biggest challenges small-business owners face are improving cash flow, reducing operating costs, improving financial wellness, balancing growth with quality and hiring and retaining talented employees. We have a number of products to aid in meeting these challenges, including Key@Work, which is a comprehensive, no-cost employee financial wellness program. We also have a program, Key4Women, that supports the financial progress of women in business. It’s a great program, offering mentorship opportunities, access to capital and professional development. 

Which of your services is seeing the most growth in Philly and what opportunities does this present?

We’re seeing the most growth in commercial lending, which serves the needs of companies with $10 million to $250 in annual sales. In 2018, we had growth just short of 16 percent. Our differentiator in the market is we are both a commercial and investment bank. Years ago, you had commercial banks and investment banks. They were separate entities. This is important because when a company decides they want to sell, they typically need to hire an investment banker. KeyBank can provide our commercial clients with access to investment bankers as well as industry experts. It really helps us build deeper relationships. In the greater Philadelphia region, we have a few companies under mandate with KeyBanc Capital Markets to be the companies’ investment banker as part of the sale process. What that does is helps KeyBank become more of a trusted financial adviser to their commercial borrower. If the commercial borrower is going to be sold, we can also introduce our wealth management team to the entrepreneur for advice on his or her estate plan and investment strategy for the proceeds from the sale of the company. All of this results in KeyBank acting as the lender, the investment banker and the wealth manager. Clients value deep relationships. Our model provides that, and we’re experiencing great growth as a result. Last year was our strongest year yet, and 2019 looks equally promising.

What is your outlook for the industry in Philly over the next 18 months?

The outlook for the region is good and overall the economy is very healthy. Manufacturing, industrial technology, healthcare, sustainability—each of these areas and many others are poised for continued growth. At KeyBank, our goal is to grow as well. My job is to expose the bank even further in the marketplace. 2017 was a year of complete consolidation for us. 2018 was a transitional year that got things moving in the right direction and created momentum. 2019 is our year to hire the right people and continue to expand the products we have and begin winning in the market. We want to compete with the Top 5 banks in the region. It’s a very competitive marketplace, and we currently rank 10th. We’re actively trying to grow households and add new clients. This will further grow our loan base. These are the most important factors to our outlook for the future.

 

To learn more about our interviewees, visit:

KeyBank: https://www.key.com/personal/index.jsp